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QUESTION 1
Which are steps to close in a negotiation with a potential customer?
A. Confirm user count with customer, receive Software Group approval for pricing on license configuration, present pricing to customer, confirm that customer agrees to purchase.
B. Present pricing to customer, confirm that customer agrees to purchase, customer requests funds from Procurement Department, Procurement Department delivers Purchase Order.
C. Receive Software Group approval for pricing on license configuration, present pricing to customer, confirm that customer agrees to purchase. discuss service contract with customer.
D. Discuss service contract with customer, present service contract to customer, collect Purchase Order for Service Contract, configure user count with customer.
Correct Answer: B Explanation
QUESTION 2
A chief marketing officer (CMO) is having difficulty quantifying the success of his marketing campaigns. The most effective response to the CMO is:
A. IBM has been a leader in the Gartner Magic Quadrant for the past 7 years.
B. IBM has invested over $20 billion in Analytics over the past 5 years and just opened a new briefing center for Watson in New York.
C. IBM Cognos Business Intelligence and IBM SPSS can process over 5 million records per second, according to Lab tests.
D. Share an industry specific customer reference where IBM solved a similar issue.
Correct Answer: D Explanation
Explanation/Reference:
Reference:
https://www-935.ibm.com/services/in/igs/pdf/g510-3234-00-esr-managing-organizational- knowledge.pdf
QUESTION 3
From a high level, which three IBM Business Analytics brands had their functionality combined in order to create the Forward Looking Analytic Architect license?
A. IBM Cognos Business Intelligence. IBM SPSS and IBM Kenexa
B. IBM Cognos Business Intelligence, IBM SPSS and IBM Cognos Incentive Compensation Management
C. IBM Cognos Business Intelligence. IBM Cognos Incentive Compensation Management and IBM Algorithmics
D. IBM Cognos Business Intelligence. IBM SPSS and IBM TM1
Correct Answer: B Explanation
Explanation/Reference:
Reference:
http://www-03.ibm.com/software/products/en/cognos-incentive-compensation-management
QUESTION 4
A client has many data sources and a heavy reliance on internal spreadsheets. They are seeking a new business intelligence solution which will address their issues. Which response is correct about IBM Cognos Business Intelligence?
A. It was designed to work with the business user, without a heavy reliance on IT.
B. All data used by can be accessed via mobile devices via Windows. iOS and Android.
C. It only addresses customer’s visualization needs.
D. It is limited when it tries to access information from multiple applications and pulls it together into a single platform.
Correct Answer: D Explanation
QUESTION 5
The VP of Operations for a manufacturer of blood testing equipment approached IBM to help him find a solution to predict when their machines need servicing and repairs. Which IBM Cognos product is most closely aligned to the client’s needs?
A. IBM Cognos TM1
B. IBM Cognos Controller
C. IBM Cognos Impromptu
D. IBM Predictive Manufacturing and Quality
Correct Answer: A Explanation
Explanation/Reference:
Reference:
http://www-01.ibm.com/support/docview.wss?uid=swg24036996
QUESTION 6
When would you position IBM Cognos Cloud?
A. When a company does not have the internal resources needed to upgrade and provide patches and bundles.
B. When a company needs a quick visualization tool before they are ready for IBM Cognos Enterprise.
C. When a company is headquartered overseas and wants to perform reporting enterprise- wide.
D. When a company is midmarket; IBM Cognos Cloud does not scale to enterprise accounts.
Correct Answer: D Explanation
Explanation/Reference:
Reference:
http://www-03.ibm.com/software/products/en/cognostm1
QUESTION 7
A prospective customer puts heavy emphasis on finding a solution with easy dashboard creating capabilities. Which IBM Cognos interface would you demonstrate first?
A. IBM Cognos Workspace
B. IBM Cognos TM1
C. IBM Cognos Framework Manager
D. IBM Cognos Workspace Advanced
Correct Answer: A Explanation
Explanation/Reference:
Reference:
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QUESTION NO: 2
Of the four brands that compose IBM Enterprise Marketing Management (EMM), which two make up the bulk of EMM’s DMO capabilities?
A. Unica and Coremetrics
B. Unica and Tealeaf
C. Coremetrics and DemandTec
D. Coremetrics and Tealeaf
Answer: D

QUESTION NO: 5
What are the two key features of cxImpact?
A. Replay search and basic reporting
B. Replay and audits
C. Performance reporting and form conversion
D. Session history and summary reports
Answer: B
Reference:http://public.dhe.ibm.com/common/ssi/ecm/en/zzd03167usen/ZZD03167USEN.PDF

What types of content can be recommended via IBM Content Recommendations?
A. Complementary products and offers
B. Body text from product pages on a retail website
C. Videos, white papers and articles
D. Only those assets that have received high peer recommendations
Answer: C

QUESTION NO: 11
Name some of the metrics that marketers routinely track with DMO products?
A. Social and mobile throughput
B. Email open rate and conversion rate
C. Total hits and pages displayed
D. Return on direct mail
Answer: B

QUESTION NO: 12
What is the best tool/tactic to sell Tealeaf (if a customer has a budget concern) as opposed to discounting the software?
A. Discount professional services
B. Sell Level 1 capabilities as described in the Tealeaf CEM Maturity Model
C. Offer unlimited professional services
D. Discount upgrades
E. All of the above
Answer: A QUESTION NO: 13

QUESTION NO: 16
What is the visibility gap companies have without Tealeaf?
A. Companies cannot see the data they are capturing
B. Companies cannot see exactly why their customers are succeeding or failing on web site
C. Companies cannot see why their customers are not pulled in by marketing campaigns
D. Companies cannot see why customer support cannot increase transaction value
Answer: B
Reference:http://public.dhe.ibm.com/common/ssi/ecm/en/zzb03030usen/ZZB03030USEN.PDF(pa ge 2, third para)

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D. A & C
Answer: B Explanation:
IBM Case Manager includes key differentiators across the competition including:
A. Based on an industry leading BRMS (business rules) platform
B. Rapid time-to-value with template support and a LOB based design environment
C. Based on an industry leading collaboration platform
D. All of the above
Answer: B Explanation:
QUESTION NO: 5
When talking to a customer to see if Content Manager OnDemand is a good fit, what question should be asked first?
A. Do your Customer Service Reps (CSRs) need workflow to respond to customers?
B. How do CSRs access all information necessary to respond to customer questions?
C. How do CSRs do scanning of documents today?
D. Do your CSRs need Case Management?
Answer: D Explanation:
QUESTION NO: 6
Which of these are common use cases for OnDemand?
A. Customer Service, eBPP and back office reports
B. Case Management or Advanced Case Management
C. Active data, check in – check out
D. Scanning paper documents to start a workflow
Answer: C Explanation:
QUESTION NO: 7
A. Identifies sensitive or toxic content
B. Archives data according to its value
C. Maintains a data map of the organization
D. Is a DoD 5015.2 certified records repository
Answer: A
Reference:http://www.kmworld.com/Webinars/643-Cleaning-Up-Legacy-Data-an-on-ramp-to-reducing-information-risk-and-cost.htm
QUESTION NO: 8
Which of the following would most likely appeal to the Legal role/staff within an organization?
A. Analytics
B. Archiving
C. Discovery
D. Disposal
Answer: B Explanation:
QUESTION NO: 9
When looking for a good candidate for Advanced Document Imaging and Branch Automation Solutions, what organization characteristics should you look for?
A. Large organizations in the paper-intensive industries of banking, insurance, healthcare, government and manufacturing
B. Widely dispersed organizations that have branches or regional offices where documents are generated or received
C. Organizations that process, store and distribute paper documents internally and looking to digitize and streamline costs.
D. All of the above
Answer: D Explanation:
Which of these groups are OnDemands major competitors?
A. CA. Microsoft, SAP
B. ASG/Mobius,EMC,CA
C. Oracle, SAS,Apple
D. EMC,Microsoft,Oracle
Answer: B Explanation:
QUESTION NO: 11
Which of the following Datacap features help to eliminate expensive, error-prone manual data entry problems associated with document imaging?
A. Keyword search
B. Optical character recognition (OCR) and text analytics
C. Math calculations
D. All of the above
Answer: B
Reference:http://pic.dhe.ibm.com/infocenter/classify/v8r8/index.jsp?topic=%2Fcom.ibm.classify.ad min.doc%2Fc_AG_datacap_int.htm
QUESTION NO: 12
Customers that require Social Tools like blogs and wikis and Back-office ECM solutions also need:
A. IBM Content Navigator
B. IBM Connections Enterprise Content Edition
C. IBM Connections Content Manager
D. IBM WebSphere Portal
Answer: B Explanation:

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